The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
7 Tips for Taking Over an Existing Sales Team
Exciting news! You’re taking over an existing sales team. You’re feeling optimistic and ready for the challenge. But what are the best practices that will help you and your team succeed? Whether you’ve been brought on board to turn around an underperforming sales team...
How to Deal with Rejection in Sales: 6 Secrets Your Team Needs to Know
Rejection in sales is common, but it can still feel demoralizing—and impact sales results. Fear of rejection in sales is a major cause of call reluctance. Frequent rejection is one of the biggest reasons otherwise promising sales professionals abandon a sales career...
How to Nail Sales Pre-Call Planning
Pre-call planning helps your sales professionals convert more prospects, yet many sales professionals either don’t do pre-call planning or they don’t do it well. As a sales leader, you can help your team win more deals with sales coaching on six essential pre-call...
Sales Hiring Assessments: How to Evaluate Sales Skills
Sales hiring assessments are now an essential element of a B2B sales leader’s expertise. Hiring the wrong person for a sales role, whether due to a lack of necessary skills or a poor cultural fit, can have serious negative consequences for an organization. Not only...
Essential Sales Training: Overcoming Objections
Every sales professional has seen deals fall apart at the last minute because of prospect objections. But if you gave up after every time you heard “it’s too expensive” or “this isn’t a top priority,” your pipeline would be empty in no time. That’s why sales training...
How to Succeed with a Multigenerational Sales Team
Is there a difference between a Gen Z sales professional and a Baby Boomer? What motivates them? What’s the best way to train, coach, and retain them? If you’re a sales leader of a multigenerational team, you may be asking these questions. There are now four...
Active Listening Skills: Understanding Your Prospect’s Needs
Understanding your prospect’s needs is arguably the most critical aspect of being a successful salesperson. It goes far beyond simply knowing the features and benefits of what you’re selling—it requires active listening skills and the right sales questions. Truly...
13 Best Consultative Sales Questions
Is your sales team leaving opportunities on the table because of poor questioning? Asking consultative sales questions is a critical skill many sellers overlook in their rush to close. But it’s a highly effective tactic. In a recent webinar, Sales Questioning Skills...